Coaching

Presented by IMA
Leadership Academy
Webinar Features and CPE Credit

Asking Questions

Help

CPE Credit Requirements

#IMALeader 2
Join the Conversation

#IMALeader

@IMA_News

#IMALeader 3
Moderator

Frank David Teets, Jr., CMA, CPA

CFO - Treasurer
Bonness, Inc.
Past President
Southwest Florida Chapter
Past President
Florida Regional Council
IMA Global Board – 2012-2016
SCMS Board of Directors

#IMALeader 4
Featured Presenter

Benjamin Jackson
Owner
BenStew LLC
Member, Board of Directors
Past President, IMA Metro Council
IMA Coastal Fairfield County Chapter

#IMALeader 5
Objectives
After this session, attendees will be able to:
► Define the unique nature and benefits
of coaching.
► Identify the roles and responsibilities of
an effective coach and their coachee.
► Describe the 10 step coaching process.
► Recognize, seize, and optimize each
and every “coaching moment.”

NTG – 2 #IMALeader 6
Today’s Challenge

To become a stronger and more

effective leader who is better able to
drive extraordinary results, whether at work,
at home, or in the community, by building
or enhancing your coaching skills.

NTG – 2 #IMALeader 7
Origins of the Word Coach

NTG – 3 #IMALeader 8
Definitions of Coach
Coaching is the act of “instructing
and training, as in athletes, actors,
etc.”
-Webster’s Dictionary

Coaching is “Partnering with clients in

a thought-provoking and creative process
that inspires them to maximize their
personal and professional potential”
Coaching is the active process of inspiring -International Coach Federation
people to move from where they are in
terms of performance, development and/or
career to where they want or need to be.

NTG – 3 #IMALeader 9
Polling Question #1
► Which phrase below best matches your
idea of coaching?
a. Showing people how the people who
are really good at doing something do it
b. Helping to identify the skills and capabilities
that are within the person, and enabling
them to use these
c. Showing people how to do what
they don’t know how to do
d. Making sure people do what
they already know how to do

#IMALeader 10
Polling Question #1 Results

#IMALeader 11
Differences

Leadership
Managing is making sure people do what they already
know how to do.

Training is showing people how to do what they don’t

know how to do.

Mentoring is showing people how the people who are

really good at doing something do it, for the purpose of
career and personal development.

Coaching is helping to identify the skills and capabilities

that are within the person, and enabling them to use these
to the best of their ability to perform the tasks at hand.

#IMALeader 12
Mentoring vs. Coaching

Mentoring Coaching

Relationship- Task-
oriented oriented

Long-term Short-term

Development Performance
driven driven

No design
Requires
phase
design phase
required

#IMALeader 13
Goals of Coaching
► INCREASE competence and confidence
► RAISE performance and boost productivity
► DEVELOP people to take more responsibility
► OPEN new possibilities
► HANDLE breakdowns

NTG – 4 #IMALeader 14
Coaching ROI
More selfish  More time for self—go home earlier
 More time for self—better work
 Better interpersonal skills
 Stronger followership
 Sharpen technical skills through teaching
 More fun
 Stronger organization
 Team has more time—better work
 Team has more time—go home earlier
 Develop others
Less selfish - Max Landsburg, Tao of Coaching

NTG – 4 #IMALeader 15
The Tao of Coaching

#IMALeader 16
Benefits of Coaching for the Coach
► More personal time
► Stronger results via a
stronger team
► Personal advancement via
succession planning
► Growing reputation as a
”sought after”’ leader
► Greater self-awareness and clarity
► Enhanced interpersonal skills
► Sense of pride and accomplishment
► More fun

NTG – 5 #IMALeader 17
Benefits of Coaching for the Coachee
► Gain skills and confidence
► Receive encouragement
► Share ideas and solve problems
► Confirm fit within the organization
► Build stronger relationships
and network
► Receive options and explore
opportunities
► Accelerate progress
towards goals
► Realize full potential

NTG – 5 #IMALeader 18
Benefits of Coaching for the Organization
► Enhance employee job fit and engagement
► Build overall leadership capability
► Identify and retain top talent
► Facilitate succession planning
► Lower hiring, transition and turnover risk
► Optimize organization-wide performance

NTG – 5 #IMALeader 19
Roles and Responsibilities of a Coach
► Lead people to grow and develop
► Help define goals and set objectives
► Suggest approaches to achieve
goals and objectives
► Maintain focus
► Clarify ideas and concepts
► Monitor progress and
provide feedback
► Provide support and encouragement
► Help people fit within the organization
► Stimulate ordinary to achieve
extraordinary

NTG – 6 #IMALeader 20
Essential Coaching Skills
► Building relationships and trust
► Listening
► Questioning
► Resolving breakdowns
► Assessing and providing
feedback

NTG – 6 #IMALeader 21
Poll Question #2
If you were to have a coach, which attribute
would you most like that coach to possess?
a. Being friendly and helpful
b. Being generous with praise
c. Being genuinely interested
in people
d. Being considerate
e. Maintaining humor,
patience, and humility

#IMALeader 22
Polling Question #2 Results

#IMALeader 23
Attributes of an Effective Coach
► Speaking to people
► Smiling
► Calling people by name
► Being friendly and helpful
► Being cordial
► Being genuinely
interested in people
► Being generous with praise
► Being considerate
► Being alert to give help
► Maintaining humor,
patience and humility

NTG – 7 #IMALeader 24
Secrets of the World’s Greatest Coaches
► Be available ► Encourage teamwork
► Promote participation ► Reward innovation
► Build relationships ► Celebrate attempts
► Utilize delegation ► Say "thanks”
► Provide feedback ► Show your emotions
► Allow mistakes ► Pick your issues carefully
► Be a role model ► Be a team player
► Offer training ► Set goals
► Have high expectations ► Share information

NTG – 8 #IMALeader 25
Coaching Styles to Avoid

Bombing:
Coaches who fire off rapid sets of instructions
(bombs) in a hurried manner and are then
nowhere to be found.

Hovering:
Coaches who provide direction and
responsibility, yet continue micro-managing
the process.

NTG – 9 #IMALeader 26
Compelling Questions for Coaches to Ask
► What is your goal, in general and for
this coaching session in particular?
► If I could grant you one wish for this
coaching session, what would it be?
► So let’s focus on the options you have:
• What could you try?
• Do you think you can actually
do any of this?
• What are the next steps?
• What, if any, support do you need?
• What might you do differently next time?

NTG – 9 #IMALeader 27
Roles and Responsibilities of a Coachee
► Define and agree upon the rules of the game
► Take ownership of the coaching process
► Be committed and engaged
► Monitor progress and solicit feedback
► Be open to feedback
► Keep the end goal (Coaching ROI) in mind
► Realize your full potential!

NTG – 10 #IMALeader 28
Barriers to Effective Coaching
Barrier Overcoming Approach
Each coachee is unique Adapt coaching style

Lack of trust Build relationship

Low motivation Address underlying issues

Negative perception of Clarify nature and

coaching objective of coaching

Time commitment Keep coaching ROI in mind

NTG – 10 #IMALeader 29
Poll Question #3
► What trait do you find most important in a coach?
a. Build relationships
b. Provide feedback
c. Offer training
d. Be a role model
e. Share information

#IMALeader 30
Polling Question #3 Results

#IMALeader 31
The Challenging Player
► Hostile / Aggressive
► Indecisive
► Complainer
► Negative
► Silent / Unresponsive
► Know-it-all Expert
► Super Agreeable
► Addicted
► The Goof-Off / Time Waster
► Anti-Management Attitude
► Anti-Social / Loner
► Faultfinder / Criticizer

NTG – 11 #IMALeader 32
Considerations Before You Begin
The challenging player:
► What do they do?
► What are the results?
► What is their effect on good employees?
► What is their effect on your organization?
► How do you view the person?

NTG – 11 #IMALeader 33
How to Coach the Challenging Player
► Set the stage:
• Gain agreement that a problem exists
• Agree upon a process to address the issue
► Focus on the behavior, not the person
► Be specific about the issue
► Be specific about the remedy
► Choose the right place and time
► Do not try to eliminate conflict

NTG – 11 #IMALeader 34
Poll Question #4
Who presents the most challenging player?
a. Know-it-all expert
b. The goof-off/time waster
c. The anti-social loner
d. The indecisive employee

#IMALeader 35
Polling Question #4 Results

#IMALeader 36
10-Step Coaching Model
Identify coaching
opportunities
Support and Agree upon process
encourage and expectations

Agree on Define goals and

follow-up objectives

Coach again and Develop action

reinforce plan

Provide specific Build coachee

feedback ownership
Observe and
monitor progress

NTG – 12 #IMALeader 37
10-Step Coaching Model in Action
Identify coaching
opportunities
Support and Agree upon process
encourage and expectations

Agree on Define goals and

follow-up objectives

Coach again and Develop action

reinforce plan

Provide specific Build coachee

feedback ownership
Observe and
monitor progress

NTG – 12 #IMALeader 38
Poll Question #5
What can you do tomorrow to become a better coach?
a. Look for new coaching opportunities
b. Try out new coaching questions
c. Ask for coaching yourself
d. Develop new coaching skills
e. Work on being a role model

#IMALeader 39
Polling Question #5 Results

#IMALeader 40
Summary
Spot the opportunities
Tailor training
Explain and demonstrate
Encourage
Review Progress

Identify, seize, and optimize

each and every coaching opportunity!

NTG – 13 #IMALeader 41
 We cannot become what we
need to be by remaining what
you are.
-Max Dupree, Leadership is an Art

NTG – 13 #IMALeader 42
Your Coach’s Playbook
► What are your strengths
as a coach?
► What are your growth
opportunities?
► How can you keep developing
your ability as a coach?
► What will you now do differently
to become a great coach?
► What commitment are you willing
to make to leverage these new
coaching skills over the next
30 days?

NTG – 14 #IMALeader 43
Questions & Answers
Use the Q & A Panel to send your questions to our panelists.
Benjamin Jackson
Owner
BenStew LLC
Member, Board of Directors
Past President, IMA Metro Council
IMA Coastal Fairfield County Chapter
Frank David Teets, Jr., CMA, CPA
CFO - Treasurer
Bonness, Inc.
Past President, Southwest Florida Chapter
Past President, Florida Regional Council
IMA Global Board – 2012-2016
SCMS Board of Directors
#IMALeader 44
Thank You to Our Featured Presenter!

Benjamin Jackson
Owner
BenStew LLC
Member, Board of Directors
Past President, IMA Metro Council
IMA Coastal Fairfield County Chapter

#IMALeader 45
Thank You to Our Moderator!

Frank David Teets, Jr., CMA, CPA

CFO - Treasurer
Bonness, Inc.
Past President
Southwest Florida Chapter
Past President
Florida Regional Council
IMA Global Board – 2012-2016
SCMS Board of Directors

#IMALeader 46
Final Reminders
► Complete the Evaluation poll – 2 Options
• On your screen
• Click the “Resources” icon at the bottom of your screen.
► Access to your CPE Certificate – 2 Options
• Click the “CPE” icon at the bottom of your console
or
• Click the link in your post-event email
► Please print a copy of the CPE certificate for your records.
► Your CPE credit will be automatically recorded in your
transcript.

#IMALeader 47
48
#IMALeader 48
10 Paragon Drive, Suite 1
Montvale, New Jersey
07645-1760
U.S.A.
(800) 638-4427
(201) 573-9000 Presentation produced by:

www.igniteitgroup.com
About IMA® and the CMA® Program
IMA® (Institute of Management Accountants) is one of the largest and most
respected associations focused exclusively on advancing the management
accounting profession. Globally, IMA supports the profession through the
CMA® (Certified Management Accountant) program, continuing education,
research, networking, and advocacy of the highest ethical business practices.

The CMA is a globally recognized certification program for management

accounting and finance professionals. The two-part CMA exam covers 11
critical business areas, including financial planning, analysis, control, and
decision support.

Learn more at http://www.imanet.org/cma-certification.